sales forecast
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250 Best Articles on Sales and Sales Leadership by Category
- April 4, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Assessments Compared Data on Sales Excellence Coaching Salespeople MUST READ: Are Assessments as Evil as the Persona Movie Suggests? Correlation: Salespeople Strong in This Competency are 2125% More Likely to be Performers The Data: What Percentage of Salespeople are Really -
Don Kent and My 8 Reasons For Inaccurate Sales Forecasts
- February 15, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This article has a longer analogy build up then most, but it’s worth it.
Earlier this week, the forecast called for a big nor’easter to drop 8-13 inches of heavy, wet snow in our area. We got 3 inches. It
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What Companies Don’t Know About Sales
- November 10, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The Analogy
We heard the “Sound of Freedom” was a good movie and we loved it, but we were moved even more by the closing messages displayed on the screen. The statistics showed that as a result of human trafficking,
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Snowstorm & Weather Apps Explain Why 75% of Sales Forecasts are Wrong
- March 16, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…As a Nor’Easter barreled across Central Massachusetts today, a few interesting storm-related happenings were analogous to some sales-related occurrences. This article will explore two weather-related analogies:
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10 Steps to Crushing Your Sales Forecasts
- February 18, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…One hundred years ago, most men and women wore hats and dressed up to go everywhere. Sixty years later, Dress for Success was founded and at the same time became somewhat of a thing where if you wanted to be
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Sales Forecasts Do Not Have to Be as Wrong as Fortune Cookies
- October 29, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…There has been much talk in the news about forecasts – and while most have been wrong they are still more accurate than Fortune Cookies!
Thanks to satellites, computer modeling and doppler radar, weather forecasts are more reliable than ever
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Predict the Weather but Control the Sales Forecast and Revenue
- June 6, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…It’s June 6 in Westboro, Massachusetts, USA, and the temperature is 49 degrees Farenheight or 9 degrees Celsius. It’s pouring rain and with the exception of 3 nice days in the middle of May, when the temperature was in the
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Sure Fire Way to Know Which Sales Opportunities are the Best Sales Opportunities
- February 24, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I just love it when cool gets cooler and I’m not talking about the winter weather in New England. About a month ago, I wrote this article on Targeting and shared a generic model for scoring opportunities. George Bronten and
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A Guaranteed Fix for Inaccurate Sales Forecasts
- September 15, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The weather has become quite predictive – if you want to know what it will be like in say, an hour. Meteorologists are still fairly accurate within 24 hours, but for the most part, especially where I live in New
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Should a Salesperson be Punished after a Huge Sale?
- May 4, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…My wife and I watched with a combination of fascination, sadness and shock as the coach of our son’s 12 and under AAU baseball team made them run suicides after the double header they won on Saturday, and again after
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